Global

Pipeline, forecasting and sales kpis: Managing activity and results

A ready-made course you customise for your organisation, with a live session deck and two surveys. You only add the 11 details that are specific to your organisation.

See the live deckSee the full outline
Try the coursePreview the survey
Length
40 min
Lessons
6 lessons
Frequency
When a manager is promoted
Last reviewed
21 Oct 2026
Win-loss analysis: grey areas in why deals are won and lost
What would you do?

A seller records every loss as "price"

Try it: this is one of 17 interactive activities in the course.

What's included

Three pieces that work together

Copy once, get everything. Learners prepare on their own, you answer questions live, and the surveys tell you what stuck.

Self-paced course

Short lessons with real workplace scenarios, not walls of text.

  • 6 lessons, about 40 minutes
  • Process, scenario, timeline, tabs and quizzes

Live session deck

An AhaSlides presentation to run after the course, in person or online.

  • 12 slides
  • Quiz, poll, scale, open-ended slides
  • A closing slide for your contacts

Two surveys

Find out what landed, and whether people use it on the job.

  • Post-course feedback, about 2 minutes
  • 30-day check-in
  • Anonymous by default
  • Results feed your next refresher

Learning objectives

At the end of this course, learners can

Each objective and the lesson that covers it.

IDObjectiveSourceWhere it's covered
TO 386.0Achieve ≥ 80% on the final assessmentNoneWhole course
SO 386.1Describe the stages of a pipeline and work out conversion between themBest practice; organisation's stage definitionsWhole course
SO 386.2Separate activity metrics from outcome metrics and use each for the right questionBest practiceWhole course
SO 386.3Work out pipeline coverage and build a forecast you can defendBest practice; organisation's forecast methodWhole course
SO 386.4Keep CRM data accurate enough to trustOrganisation's CRM standardsWhole course
SO 386.5Run a win-loss review that finds causes, not blameBest practiceWhole course
SO 386.6Run a weekly pipeline review that ends in agreed actionsBest practice; organisation's review templateWhole course

Your part: what a template can't do for you

  • Your workplace details: fill in the 11 highlighted fields so the course describes your own policies, contacts and locations.
  • Records: record completion in your own LMS or record system.

Course outline

6 lessons, about 40 minutes

Minutes per lesson are an estimate, shared out by page count.

ContentInteractiveVideoYou customise
1

Pipeline, stages and conversion

3 pages

8 min
Before you beginNoteList
An invented storyTextImage
Stages and conversionTimelineYour infoKey factQuiz
2

Activity versus outcome metrics, forecasting and coverage

3 pages

8 min
Two kinds of numberTabs
Coverage and forecastProcessYour info
Sort the metricSorting activityMatching quiz
3

CRM hygiene

3 pages

8 min
What clean looks likeChecklist
Why data goes badAccordionYour info
Fix itFlashcardsMulti-select quiz
4

Win-loss analysis: grey areas in why deals are won and lost

3 pages

8 min
ScenarioScenario
ScenarioScenario
ScenarioScenarioQuiz
5

Running the weekly pipeline review and where to ask

2 pages

5 min
The 30-minute reviewProcessYour info
Who to askProcessYour infoYour infoYour infoNoteQuiz
6

Final assessment

1 page

3 min
PracticeQuizKey factNoteButtonYour info

Live deck and surveys

12 slides to run live, two surveys to close the loop

Pink slides are interactive. Both surveys are anonymous; pink questions are written for this course.

ContentTitle, agenda
PollHow much do you trust the numbers in our CRM today?
ContentActivity metrics versus outcome metrics
QuizWhich is an outcome metric? (Win rate ✔)
QuizTarget 400,000, open pipeline 1,000,000. Coverage is… (2.5 times ✔)
Content · customiseCustomise: our stage definitions {{PIPELINE_STAGE_DEFINITIONS_LINK}} and coverage target {{COVERAGE_TARGET}}
QuizA stalled deal sits in commit with no next step. You… (Ask for evidence and move it if none ✔)
ScaleHow confident are you in your forecast for next quarter?" 1 to 5
Open-endedOne number I would stop reporting, or start reporting
ContentThe 30-minute review loop
Q&AAsk the trainer anything
Content · customiseClosing {{SALES_ENABLEMENT_CONTACT}}, {{SURVEY_1_URL}}, {{SURVEY_2_URL}}
Post-course feedback: 11 questions, about 2 min
  1. Overall rating 5 stars
  2. Relevant, realistic, right length, helpful activities agree/disagree grid
  3. What was most useful? multi-select
  4. Confidence before this course, and now 1-5 scale
  5. How accurate was your latest forecast compared with the result? 1-5 scale
  6. How often are deals updated within two days of a change? multiple choice
  7. How many weekly pipeline reviews have you held since the course? short text
  8. I would tell my manager a deal is at risk without worrying about how it looks. 1-5 scale
  9. One thing we should change or add open text
  10. Would you recommend this course? NPS
30-day check-in
  1. Have you used what you learned since the course? multiple choice
  2. How confident are you today? Compare with day 1 1-5 scale
  3. Do you know where to find the stage definitions and the weekly review template? yes / no / not sure
  4. A moment where the training helped, or where you weren't sure open text
  5. Which topics should the next refresher focus on? ranking

Results show whether people use the training on the job, not just whether they finished it.

Make it yours

11 fields to fill in, and you're ready

Everything else is done. These are the details only your organisation knows; each one is highlighted inside the course.

  • Pipeline stage definitions link{{PIPELINE_STAGE_DEFINITIONS_LINK}}
  • Coverage target{{COVERAGE_TARGET}}
  • Weekly review template link{{WEEKLY_REVIEW_TEMPLATE_LINK}}
  • Crm system{{CRM_SYSTEM}}
  • Sales playbook link{{SALES_PLAYBOOK_LINK}}
  • Sales enablement contact{{SALES_ENABLEMENT_CONTACT}}
Show all 11 fields
  • Compliance contact{{COMPLIANCE_CONTACT}}
  • Escalation route{{ESCALATION_ROUTE}}
  • LMS or record system{{LMS_OR_RECORD_SYSTEM}}
  • Survey 1 URL{{SURVEY_1_URL}}
  • Survey 2 URL{{SURVEY_2_URL}}

FAQ

Common questions

Can I run pipeline, forecasting and sales kpis: Managing activity and results training online?

Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.

How often is this training needed?

When a manager is promoted, before a new financial year or CRM change, quarterly for sales managers.

Who needs this training?

Sales managers, sales operations and team leads; run by L&D with sales operations.

What records should I keep?

Record completion in your own LMS or record system, so you can show who finished the course and when.

Can I edit the content?

Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.

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Last reviewed: 21 October 2026Templates are a starting point, not legal advice.

Ready to run it?

Open the live deck to see how the session runs alongside the course and both surveys.

See the live deck